Make no mistake about it we are all on the look out for BS these days, with all the talk about fake news. Skepticism rules the roost, which is not necessarily a bad thing, as we do need to be vigilant for emotionally driven viewpoints which stray from the facts to serve a purpose.
So, the bar is now raised for salespeople. This includes everyone, not just those in the more traditional sales type jobs. Teachers, writers and even parents now must work even harder to convince others that they will benefit and learn, from taking a few moments to listen and learn, from their point of view.
Nobody wants to be “sold” anything. However, people do enjoy buying things. Think about that for just a moment.
So how do you help others to just pause and think about what you want them to? Coming from a career in the "Sales Profession" thought perhaps a quick review of the basics of Sales 101, may be helpful to some:
- Your Opening. It must be clear, concise and must grab their attention. Whether it be in a group format, or in a one to one conversation, it must start with why the topic is important, and the first step is to get them to stop and think.
- The Presentation: Your objective in this part, is to get them to ask a question or raise an objection. If this happens it is good, as progress is being made in engaging their thoughts more deeply on the topic. Pro sales tip: Leave some silence for them to think and speak. This may seem awkward however this will cause them to say something. And do not make the classic rookie mistake of data dumping.
- The Close: Quite simply just make it easy for them to buy. You cannot force the issue it must be their decision, so take the pressure off yourself and simply show them how they can buy your product, get more information on your idea, or whatever your initial objective was in engaging the group or person.
Selling is simply educating others on the facts as we see them. We need to be humble and willing to learn and be challenged, as what is labelled as “gospel” today, may be proven to be BS tomorrow. And we cannot let our ego block progressive thinking.